Podcast Episodes
Back to SearchGUEST: Sales and Motivation Tips from a Top Mortgage Professional, Laura Brandao
Season 1 Episode 154
Today's guest, Laura Brandao, shares her journey from the call center to the C-suite, to become one of the most influential women in the mortgage ind…
6 years, 1 month ago
Words to Use to Turn a Conversation Around
Season 1 Episode 153
Words do matter. Especially in sales, and certainly on phone calls.
An alternative word or phrase can mean the difference between interest and resist…
6 years, 1 month ago
GUEST: How to Rethink the Way You Sell When Things Go Sideways, with Jeff Bajorek
Season 1 Episode 152
When things don't go according to plan, as has been the case for everyone over the past few months, it's important to not panic, and do the things we…
6 years, 1 month ago
GUEST: How to Follow Up Effectively, and Close the Sale, with Jeff Shore
Season 1 Episode 151
If you want to be successful in sales, you need to be effective with follow-up.
Far too many opportunities are lost because sales reps don't follow…
6 years, 1 month ago
Add This "Magic" Question to Your Objection-Handling Process
Season 1 Episode 150
As Art has always taught, trying to "overcome" objections with slick rebuttals is dumb, since it is just telling someone they are wrong, which does n…
6 years, 2 months ago
Outrageous Techniques to "Get Past the Gatekeeper," and What TO Do
Season 1 Episode 149
It's amazing that there still are people believing and teaching nonsense about "getting past the gatekeeper."
They must not realize that the assistan…
6 years, 2 months ago
Art Places a Call Back in Time to 1983--to Himself!
Season 1 Episode 148
Ten years ago Art did a keynote presentation to an American Association of Inside Sales Professionals group. He called it "People 1.0" and wanted to …
6 years, 2 months ago
The Smart Calling Opening Statement What-to-Say Process
Season 1 Episode 147
"Cold" calling is dumb and has little chance of success.
Doing Smart Call prospecting is proven to work to help you get through, get in, and selling …
6 years, 2 months ago
How to Craft a Voicemail that Leaves Them Wanting to Know More
Season 1 Episode 146
Most sales prospecting voice mails create resistance (like the one in the last episode.)
But, there is a right way to create and leave a voice mail t…
6 years, 3 months ago
Analysis of a Recorded Horrible Cold Call Voice Mail
Season 1 Episode 145
You might not believe what you hear in this cold call voice mail.
The caller makes numerous mistakes in just a few seconds.
Art analyzes it, and show…
6 years, 3 months ago